Business Development Manager - SAP, Benelux and Alps

Job Description

Company Description

At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing solutions. We offer cloud, Linux, middleware, storage, and virtualization technologies, together with award-winning global customer support, consulting, and implementation services. Red Hat is a rapidly growing company supporting more than 90% of Fortune 500 companies.

Job summary

Red Hat offers key infrastructure and development platform technologies that enable our partners and customers to realize their SAP transformation plans. The Red Hat Europe, the Middle East, and Africa (EMEA) SAP Sales team is looking for a Business Development Manager to promote sales success for Red Hat’s offerings in the SAP market to join us in our Benelux or Alps region. In this role, you will be responsible for leading the strategy to grow the revenue in that market along with the local sales teams and partners. You will also be a subject matter expert for specific team topics and be responsible for local implementation and measurement or adjustment of joint strategies and initiatives across Red Hat and SAP, as well as directing the creation of go-to-market programs in support of those initiatives.

Primary job responsibilities

• Achieve booking targets
• Work with the local sales teams to develop pipeline, increase the win rate, and accelerate sales cycles, opportunity, and forecasting hygiene
• Define the business plan, align with the EMEA strategy, and promote implementation
• Articulate and present the joint SAP and Red Hat value proposition to all levels of customers including C-level
• Serve as the prime subject matter expert for your assigned SAP and business topics Recommend improvements like new offerings or better ways to promote current offerings based on customer and partner real-world experience in co-selling
• Participate in regional events as a subject matter expert on stage
• Guide go-to-market and sales delivery with Red Hat’s regional sales teams
• Define, track, and communicate pipeline and inhibitors with recommended course corrections
• Run quarterly business reviews with local and EMEA management
• Collaborate with the partner managers for key SAP ecosystem partners to ensure effective local implementation of go-to-market
• Recommend marketing and enablement content and programs to the EMEA team
• Work in a virtual team connected to countries in a matrix

Required skills

• 5+ years of experience working with alliances or business development industry-leading partners
• Solid selling skills; leading opportunities to closure
• C-level customer sales experience, especially with SAP business applications or related infrastructure
• Experience across multiple routes to market including hardware, systems integrators (SIs), resellers, and cloud partners
• Experience managing a €10M+ business including demonstrated ability to apply personal knowledge, processes, and solutions selling strategies and methodologies to meet revenue growth objectives
• Proven leadership skills with a record of guiding international and virtual teams and delivering results
• Relationship-focused with a solid executive presence and proven ability to build credibility with partner and internal executives
• Good planning and analytical skills; proven ability to apply these skills to complex situations with competing priorities
• Proven ability to partner with senior business leaders to understand requirements and deliver solutions that meet expectations
• Experience conducting business in the EMEA countries is a plus
• Knowledge of Red Hat, open source, Linux, containers, middleware, cloud, and virtualization is a plus

Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.

Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee.